Sales Head – Learning Division

About the job

About Times Internet At Times Internet, we create premium digital products that simplify and enhance the lives of millions. As India’s largest digital products company, we have a significant presence across a wide range of categories, including News, Sports, Fintech, and Enterprise solutions. Our portfolio features market-leading and iconic brands such as TOI, ET, NBT, Cricbuzz, Times Prime, Times Card, Indiatimes, Whatshot, Abound, Willow TV, Techgig and Times Mobile among many more. Each of these products is crafted to enrich your experiences and bring you closer to your interests and aspirations. As an equal opportunity employer, Times Internet strongly promotes inclusivity and diversity. We are proud to have achieved overall gender pay parity in 2018, verified by an independent audit conducted by Aon Hewitt. We are driven by the excitement of new possibilities and are committed to bringing innovative products, ideas, and technologies to help people make the most of every day. Join us and take us to the next level! Role -Sales Head – Learning Division The Sales Head – Learning Division will own end-to-end revenue growth across all learning categories, including AI, Kids, Career, and Money & Markets. This is a P&L-oriented leadership role responsible for building the sales organization, hiring category sales leaders, setting GTM motion, and delivering predictable revenue at scale. The role will directly manage 5 Category Sales Leads, each with their own teams. Each Category Sales Lead will independently drive sales execution for their category, including utilization of the central Inside Sales & Lead Generation function, while the Sales Head provides overall direction, governance, and performance oversight across B2C, B2B, and Institutional sales. Role Charter (At a Glance) Total ownership of sales revenue across all learning categories Build and scale a multi-vertical sales organization Own sales strategy, pipeline health, and conversion outcomes Grow the Learning Division revenue from ₹20 Cr to ₹50 Cr in FY27, and scale to ₹100 Cr in FY28 with predictable, category-wise growth Organization Structure & Reporting Direct Reports 5 × Category Sales Leads AI Kids Career Money & Markets Future categories as the business scales • *Functional Collaboration **Marketing Category Heads Product & Operations Each Category Sales Lead owns category-level revenue, team structure, and conversion metrics, reporting directly to the Sales Head. Key Responsibilities 1. Revenue Ownership & Sales Leadership Own and deliver the Learning Division growth trajectory from ₹20 Cr to ₹50 Cr in FY27, and scale the business to ₹100 Cr in FY28 through strong category-wise execution and scalable sales systems. Own total sales revenue across all learning categories (B2C, B2B, Institutional). Deliver non-organic, scalable, predictable revenue growth. Take full accountability for pipeline health, conversion rates, ARPU, and CAC efficiency. Translate overall business targets into clear category-wise revenue plans. 2. Sales Organization Design & Team Building Design and scale a multi-category sales organization with clear ownership. Hire, coach, and develop high-performing Category Sales Leads. Define pod structures (Sales Executives, Interns, Inside Sales support) per category. Build leadership depth and succession within the sales organization. 3. Sales Strategy & Go-To-Market Execution Define category-specific sales motions aligned to product type and buyer persona. Drive multiple sales channels: B2C inbound B2C outbound B2B and institutional sales Partnerships and alliances Reduce dependency on organic inbound leads by building strong outbound sales engines. Ensure clear GTM playbooks, pricing logic, and channel prioritization for each category. 4. Pipeline, Conversion & CRM Excellence Own the end-to-end sales funnel across all categories. Set and track benchmarks for: Lead-to-contact ratio Contact-to-demo ratio Demo-to-conversion ratio Revenue per lead Drive strict CRM discipline, accurate forecasting, and real-time dashboards. Use data-driven insights to identify bottlenecks and improve conversion continuously. 5. Performance Management & Sales Culture Run weekly and monthly business reviews with Category Sales Leads. Drive excellence across call quality, objection handling, pitch effectiveness, and productivity. Build a high-ownership, high-performance sales culture with clear accountability. Ensure continuous training, coaching, and quality audits across teams. 6. Sales Playbooks, Messaging & Conversion Frameworks Ensure every category has: Clear pitch narratives and value propositions Persona-based selling frameworks Pricing and objection-handling playbooks Maintain consistent sales quality and customer experience across categories. Promote consultative, insight-led selling over transactional approaches. 7. Cross-Functional Collaboration Partner closely with Category Heads to align positioning, pricing, calendars, and promotions. Work with Marketing to improve lead quality, campaign ROI, and funnel efficiency. Collaborate with Product teams by sharing structured customer feedback and market insights. Act as the voice of the customer across the learning business. 8. Reporting, Forecasting & Accountability Maintain transparent reporting on revenue, pipeline, conversion, and team productivity. Own revenue forecasts with high accuracy and credibility. Take complete responsibility for outcomes with a no-excuse, ownership-driven mindset. Ideal Candidate Profile 10–15+ years of experience in sales leadership roles, preferably in EdTech, Learning, or Digital Products. Proven experience of owning and managing ₹30–50 Cr annual sales revenue, with demonstrated ability to scale revenue through structured sales systems and team-led execution. Proven track record of building and scaling multi-category or multi-product sales teams. Strong exposure to B2C, B2B, and Institutional sales motions. Deep understanding of inbound and outbound sales systems, CRM-led pipeline management, and conversion optimization. Builder mindset with the ability to create structure, systems, and teams from scratch. What Success Looks Like in the First 12 Months Predictable, category-wise revenue engines operating independently. Strong second line of sales leadership with Category Sales Leads owning outcomes. Reduced dependency on organic inbound traffic. Improved conversion discipline, forecasting accuracy, and sales productivity. Ability to launch and scale new learning categories quickly and efficiently.

Qualifications

• 10–15+ years of experience in sales leadership roles
• preferably in EdTech
• Learning
• or Digital Products

About the company

At Times Internet, we create premium digital products that simplify and enhance the lives of millions. As India’s largest digital products company, we have a significant presence across a wide range of categories, including News, Sports, Fintech, and Enterprise solutions.